To that end, Dell recently announced several personnel appointments to the channel team.
Bob Skelley, who was global channel chief of EqualLogic before it was acquired by Dell, was previously responsible for the enterprise architecture certification program for North American channel partners, but he now will perform that same function on a global basis.
Additionally, Jim De Foe was named vice president of Americas Channels; Paul Shaffer was named director of Global Channel Marketing and North America Programs and Operations; Sean Phelan was appointed head of Dell’s specialty sales practice; Emmanuel Mouquet was named EMEA channel sales director; Kathy Schneider was named EMEA channel programs manager; Josh Claman, who previously was EMEA channel chief, will head the public customer segment in EMEA; Iqbal Marican was named director for Dell’s channel/VAR programs and strategy in Asia Pacific; Paul-Henri Ferrand, who previously ran the Asia Pacific channel, will lead global marketing for the SMB unit.
In related news, Dell announced efforts to standardize tools, such as its use of Salesforce.com for deal registration, across the globe. European operations had been using a tool that wasn’t automated and consumed more time in the sales cycle